Tag: Product Differentiation

“What do I do when my customer says our price is too high and that they can get what I’m selling for less elsewhere?” I’ve been running sales workshops for over fifteen years and without fail, this question comes up in every session. In the most recent case, I had reps from two companies who […]

For the past several years, I’ve bought my Christmas tree from a stand around the corner from my apartment in Brooklyn. It was always the same, simple price: $10 per foot, which seemed reasonable when I was buying a 5-foot tree for my tiny little walkup. This year, I moved to an apartment with a […]

The holidays might bring plenty of goodwill, but some consumers could be feeling fairly grinchy when they shop for a Christmas tree this year. Prices for Christmas trees have risen in many parts of the U.S., thanks to a combination of long-term growing trends and this year’s past weather. West Coast residents, in particular, are […]

NEW YORK – For millions of people unless you’re going to a Christmas tree farm or head over to Nova Scotia to cut your own Christmas tree, buying a tree on a city sidewalk is what you’re left with. There are some bargains but you have to hunt for them. Finding a Christmas tree in […]

I never speak to companies that have the lowest price in their category. Instead, I spend time with companies—and people—who have a higher price than their competitor’s because they create greater value. Some of the people who work for these companies are totally confident in their price and the value they create. They lead with […]

It’s easy to feel a lack of control around pricing for your educational products. Competitor prices, demands from customers, and the presence of free products in the market are among the many factors that can make you feel you need to lower price. At the same time, pricing is the most powerful lever available for […]

1. Focus on the one thing! Don’t be like one of those companies that aspire to be the best in quality, service, pricing, innovation and every other attribute. While this sounds good in theory, life doesn’t work that way. There is a well-known saying in the upper levels of the sailing community: “Will it make […]

Using Pricing to Differentiate When your price is higher because you create greater value and need to capture more to deliver it, it often makes better sense to go on the offensive and immediately disclose your higher pricing—especially when you can easily justify a higher price. By sharing the price very early in a conversation, […]

The Challenges of Leveraging the Gevalia Brand to Premium at Retail In 2011, Kraft started marketing Gevalia as a direct competitor to Starbucks in the premium supermarket retail coffee market. Kraft offered the Maxwell House brand in the mainstream price tier, but the company had a portfolio gap in the premium price tier (after coming […]

Managing a brand in multiple price tiers requires careful portfolio positioning. These two case examples are brands that have clear market strategies for different price tiers. Gevalia challenged Starbucks by taking its direct-to-consumer super premium brand into the premium supermarket retail segment. McCormick successfully offers both mainstream and premium products, essentially on the same shelf. […]

PND is a digest of pricing focused news, thought leadership, events, training and certification resources for pricing professionals. This Edition is brought to you by: Perfect Price The Perfect Price AI platform makes millions of pricing decisions for forward-thinking companies around the world. Our cloud-based service allows customers to quickly anticipate and react to changes in demand […]

Apple’s (AAPL) is rumored to be offering its upcoming gaming subscription service, Apple Arcade, for $4.99 per month. Guilherme Rambo from 9to5Mac revealed the expected price of Apple Arcade based on a promotional message in one of the application programming interfaces used by the Apple Store app. 9to5Mac gained access to a special early access […]

Timing is everything. On Monday, we explored how we would handle the missing details surrounding Apple’s forthcoming streaming service, Apple TV+, including the still unknown cost and launch date of the platform. Today, we may have been given an answer on the former. Apple is reportedly “weighing” a $9.99 per month cost following a free […]

AT&T is now charging up to $135 a month for the online video service formerly known as DirecTV Now. DirecTV Now launched in 2016 with plans ranging from $35 to $70 a month for 60 to 120 channels. There have been several price increases and a reduction in the number of channels since, resulting in […]

TWIP is a digest of pricing focused news, thought leadership, events, training and certification resources for pricing professionals. This Edition is brought to you by: The Perfect Price AI platform makes millions of pricing decisions for forward-thinking companies around the world. Our cloud-based service allows customers to quickly anticipate and react to changes in demand in real-time […]